Strategy

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Why Your Consults (or Discovery Calls) Go Sideways

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To Help You Win… One of the questions I get most often is, “Why aren’t I closing these opportunities?” To be honest, it’s ACTUALLY phrased like this: Lawyer: “These leads just don’t have any money.” Consultant/Service Provider: “I don’t know what’s going on. Business is slow.” CEO: “Deals keep pushing, so I’m guessing next quarter…

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Conversion is About Math, and That’s About Competing

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To Help You Win… My client is a DUI/DWI attorney in Illinois. And last year, when we started working together, she was grinding to grow her firm. She’d been building it for 7 years, on her own. She was doing it all. Filing. Drafting. Meeting with clients. Going to court. Working with the ad agencies…

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Changing the Conversation, From the Beginning

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  I had a problem. Customers wanted training. They’d pay for training. I knew they needed something else. It would take longer, require more work and money, but deliver a 5x greater likelihood of a positive outcome. Training would be part of it, but not till after we’d looked at their market, hiring, management, compensation…

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Strategy and Your Story

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Strategy. A word that made Bill Bain and Mitt Romney a LOT of money. It also didn’t hurt most of the CEOs who hired these guys. But it’s often ignored, even though, I’ve written about it so wonderfully in relation to Narcos: Mexico and how the service academies play college football. And yes, about Tennessee…

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Is the Price Right, Bob?

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Thoughts on Pricing from Per Sjofors Because I don’t think this guy really knows pricing.   But a guy named Per (pronounced “pear”) does. And he gave me a few thoughts which we’ll cover. They include…. Anchoring The optimal way to present the price How much to discount How to discount I’ll share how this…

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Board Game Strategy for Sales and Business.

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Board Game Strategy for Sales and Business. Sales are mostly checkers, and everything else is chess. My firstborn, my 10-year-old son, whom I love, just recently finished going 10-1 against me in chess. In fairness, I’ve never played before he taught it to me in stress-free chess, or something like that. In some fairness, he…

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Three (New?) Ways To Pursue Your Customers.

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Three (New?) Ways To Pursue Your Customers. That Your Competitors Probably Are Not. Someone asked me to address a group of CEOs and owners on sales and growth in early January. Not a big deal, usually, as I’ve done this so many times before. Show up with a canned talk, adjust the slides a little,…

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College Football and Playing a Different (Sales) Game

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Look, in the sales advisory/training/coaching business, I’m asked to help people improve their sales teams. I’m pretty good at it, too. But you know what? It’s hard work to make your sales org your competitive advantage. It’s a lot of management, accountability, coaching, motivating, and more. And there may be a better way for you…

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Strategy from the Academies

“If you want to win 10 games a year in college football, you don’t play in the SEC.”

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Want Better Strategy? Learn from Narcos: Mexico

Want Better Strategy? Learn from Narcos: Mexico *Note: I’m not advocating or defending any illegal activities. ** Note: I actively discourage anyone from engaging in the drug trade. ***Note: There will be spoilers in this if you haven’t seen the show. You’ve been warned. Early summer this year, two great works collided in my mind:…

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